Email prospecting is hot and it feels much less threatening than cold calling.

No one will hang up on you. You have time to think about exactly what to write. And, if prospects like your message, they’ll respond. But just as easily, prospects can delete your email –and never read a word. Within three seconds of noticing it, they make a decision to read or delete. I call this the Glimpse Factor. You need to be able to break past it before they’ll ever read the great content you’ve toiled over.